050: Communication and a hard market - with Brett Sainty

On today’s episode, we’re excited to be talking to Brett Sainty, CEO of BLW Insurance Brokers. Brett’s 30 years career in the insurance industry spans broking and MGA management as both employee and business owner. We’ll be talking about the challenges and opportunities he’s seen in his time in the industry and the changes appearing on the horizon.   Learning Objectives What’s behind the hardening market, particularly in PI The reputational damage caused by the Covid BI issue and how BIBA is important to rehabilitating our image The need for really good communication in a hard market Digital marketing and digital natives – how to prosper in the new landscape   Best Moments “If a small chain of hotels was previously occupied and trading as a going concern for hotels, and has been closed during COVID, are they now occupied? There are insurers that will consider them to now be unoccupied, and consequently, will be imposing either a significant reduction in the cover that they provide, along with a significant increase in the premium or declining to offer terms altogether.”   ‘’If you're not online, you don't exist. Find out what you're really good at... Because you won't know it immediately.”   “Everybody I've spoken to that has worked for Peter Cullum and I've done a podcast with Peter as well as Tim Johnson, Clive Nathan and a whole range of people that have worked with Peter, have all said the pace at which you moved in the early days of Towergate was like three times any normal day and what you would normally learn in 10 years you learned in two!”   “…to make that transition, and it's a tough, tough movement, that 5 million to 10 million GWP is a really, really, really tough move, but it can be done and crucial to it, I think, is finding a specialist and work with your insurer partners to identify that. Then that marketing message is absolutely vital - and you guys at Boston Tullis have got a part to play in this because this industry needs that.”   Resources BLW’s website Home - BLW Insurance Brokers Limited Brett’s Profile Brett Sainty | LinkedIn   About The Guest Brett’s career spans 30 years in the insurance industry with much of that time spend creating, running and marketing schemes and MGAs, often within a Lloyds capacity. He has held senior positions in consolidators, independent national brokers as well as being involved in two entrepreneurial start-ups throughout his career.   ABOUT THE HOST Sarah Myerscough is the Sales and Marketing Director of Boston Tullis Group. The founder of The Insurance Brokers Podcast, she brings a wealth of marketing experience and a fresh perspective on marketing in the insurance sector. Boston Tullis works with insurance brokers to offer solutions to business development ceilings, particularly in the rapidly developing fields of video marketing and thought leadership. If you would like Sarah to help you develop an integrated marketing strategy, using state of the art concepts, then please book a free 20 min call via Calendly    Website: https://bostontullis.co.uk/ Evaluation Link: https://s.bostontullis.co.uk/s/podcastevaluation